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Donnelly urges independents to change
Harvey World Travel managing director John Donnelly has urged independent retailers to diversify away from selling travel to be successful in 2005.
Donnelly said independents’ business was under greater threat than ever before from operators and airlines selling direct. But he said they also had a huge opportunity to stand out because 80 per cent of the holidays sold by staff in multiple agencies were for their parent companies.
Speaking at Tourism Society debate, Donnelly urged retailers to follow his example by selling property and cars and offering loans.
“Look at the high street now. You see nasty little cards written in felt pen telling you to book direct,” he said. “That’s not retailing. It never has been and it never will be.
“Retailing is about excitement and technology and innovation.”
Donnelly said his three shops in the Midlands had sold 70 cars in 12 months and 17 properties in six months. They had also started selling loans. “I’m not suggesting you become estate agents. You merely introduce customers to the right people. You receive a commission and it’s a lot more profitable than selling holidays.
“People are buying holidays abroad, so why aren’t agents selling those properties?”
Harvey World Travel is also installing monitors in sports bars and hairdressers showing holiday offers.
Donnelly is planning to recruit disillusioned consortia members and other business people to set up franchises of Harvey World Travel around the country. Recruitment roadshows will be held in Bristol on January 25 and Walsall on January 26.
ABTA chief executive Ian Reynolds gave a cautious backing to the plans, but warned agents not to spread themselves too thinly. “In order to succeed you’ve got to specialise, but you also need to have expertise,” said Reynolds.
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